Strategic Account Manager - Enterprise - UK

Vizrt, Inc.; Greater London; On-site; GBP 90,000 - 120,000; Full time

Benefits offered by this job

Health Insurance

Paid Time Off

Professional Development

Job summary

Vizrt, Inc. is seeking a Strategic Account Manager (SAM) to grow, develop, and maintain strategic relationships with a defined set of Vizrt’s Strategic Accounts in the Enterprise vertical.

The SAM will identify needs, grow demand for Vizrt’s solutions, and close opportunities aligned to quarterly growth targets. Responsibilities include expanding Vizrt’s footprint within strategic customers, collaborating with Customer Success and Marketing for demand generation, and guiding executive-level

Qualifications

• 5+ years of experience developing new business and selling to customer needs in enterprise settings.
• Proficient in English with strong communication skills.
• Experience in large complex deal negotiations and multi-stakeholder environments.

Responsibilities

• Develop and sustain long-term relationships with strategic accounts at all levels, including senior leadership.
• Understand customer strategy and align it with Vizrt capabilities and product offerings.
• Develop and drive strategic account plans to grow recurring revenue and renewals.
• Forecast and manage pipeline; drive cross-functional collaboration to meet business goals.

Skills

Strategic account management

English proficiency

Stakeholder engagement

Sales excellence

Cross-functional collaboration

Education

Bachelor/Master's degree in relevant field

Tools

Salesforce

Job description

TheStrategicAccountSalesManager(SAM)will beprimaryresponsible forgrowing,developingandmaintainingstrategic relationships witha specific set ofVizrt’sStrategicAccounts inour Enterprise vertical.This personwillwork toidentify,understandand satisfy customers' needs,grow demand forVizrt’ssolutions and close opportunities aligned toVizrt’squarterly and monthly linearity focus,maintainrelationships at all levels,resolveanyissues promptly, and consistently deliver a positive customer experience.TheSAMwill collaborate with the customer success team, and the wider CRO and Marketing organizationsto help drive a positive customer experience and satisfaction. TheSAMis expected to build long-lasting, profitable relationships with clients, always striving to findthesolutionsthat best fit individual clients' specific needs.

TheStrategicAccount Manager (SAM) is primarily responsible for thegrowth ofVizrt’sstrategiccustomers.Areas of responsibility includegrowth of sustainable, predictable recurring revenue,retention of baseline revenue,developing and executing strategic account plansdesigned to add value to the customer relationship andhelp positionVizrtas the standardfor immersive Viewer Experience & Engagement in theenterprise vertical.Strategicobjectiveis to expandVizrtsolutions footprint in these accounts with sales excellence best practices that will provide credibility and customer value. TheSAMis also responsible for partnership with theVizrtCustomer Success organization, ensuring that negotiated service levels are achieved and managingthe closure ofrenewalstomeet business growthobjectives.

Tasks and Duties

StrategicAccount Management Responsibilities:

• Develop and sustain long-term customer relationships while engaging customers at all levels, including senior levels of the customer organization.

• Understand customer business strategy and business case and drive alignment between customerobjectivesand company capabilities.

• Develop,implementand driveStrategicAccount plans.

• Grow theannualrecurring revenue in a sustainable,predictable, multi-yearapproachusing sales best practices to qualify and close opportunities.

• Partner withCustomer& Solution Advisory Team toguide customers toward measurable business outcomes and help them realize the full value of theVizrtsolutionsthrough simple, business-outcome-focusedexperiences.

• Partner withCustomer& Solution Advisory Team togathermarket intelligenceandcustomer feedbackto provide actionable inputs to the company's product management teams.

• Work withMarketingandCustomer & Solution Advisory Teamto creategenerate market demand and sustainable 4x pipeline growth.

• Conduct comprehensive account reviewsat least quarterly with customers.

• Provide guidance and management of the client through decision-making processesregardingcost-benefit, timelines, operational and change management issues.

• Ensure earlyand ongoingengagement in the customer’sdemand identification,evaluationandbuying process topartner with them toidentifytheir businessneeds and tailor solutions to match them.

• Ensure clients know any changes to offer related processes and procedures, including operational and business management changes.

• Oversee the customer life cycle and ensure organizational alignment to drive adoption and usage of theVizrtsolutionsproactively.

• Map andmaintainrelationships withStrategicdecision makers across all relevant customer departments.

• Maintain regularcustomer status calls with Support org. and professional services.

Business Development Responsibilities:

• Hunt andidentifynew salesopportunities and focus on providing consultative support by building valueproposition forsolutions into theprospect.

• Act as an expert inanalyzingcustomer needs, provide insights, manageexpectationsand communicate withclaritytheVizrtvalue proposition and USP.

• Diligently follow up and manage extensive customer contact including presentations, demonstrations, groupmeetingsand sales calls (touchpoint management).

• Partner with Demand Operations Team and to constantly evaluate pipeline, develop and executesalesand demand generationcampaignsand strategic initiativestoidentifyopportunities for solution expansion

• Partner with the Customer & Solution Advisory Team and Marketing toidentifyup-sell and cross-sell opportunities that offer customer value and expand market share.

• Understand the competitive landscape in theenterprise vertical,providing insight on strategic targets, new emergingplayersand the shifting rights packages.

Operational Responsibilities

• Drive and trackstrategicperformance metricsandpipeline.

• Accurately forecast sales opportunities viaforecastreport.

• Manage the sales process fromlead creation toopportunity identification to closing.

• Leverage cross-functional company resources to understandcustomersdrivers andmaximizesales efforts.

Supervision Received

This role will require an entrepreneurial,self-starter approach withhigh energy, executionfocusandminimal supervision.TheStrategicAccount Sales Managerhandles and manages the portfolio according to the definedStrategicAccount Plans and new business opportunitiesunder the direction and with support of theVP SalesEnterprise.

Reporting line

VP SalesEnterprise.

Competence Requirements

• Bachelor/Master'sdegree in relevant field.

• 5+ years of experience developing new business,identifyingand selling to customer needsutilizingachallengersales approach.

• Relevant sales experience, including strategic sales, business-to-businesssalesand/or account management organization.

• Proven track record in developing strategic customerpartnershipandyear over yearrevenue growth.

• Proficient in English.

• Previousaccount management and selling in complex decision-making situations with experience in large complex deal negotiations with a successfultrack record.

• Ability to drive along-termaccount development strategy with mid-term goals as well as shorter term execution.

• Demonstrated ability to support multiple product lines in a growing, fast-paced environment.

• Knowledge of restructuring contracttermsandconditionrelatinglegal,financeand billing.

• Ability to work across cross-functionalteamsto drive results with external and internal stakeholders.

Preferred Experience

• 5+ years of experience selling broadcast hardware and software products within theenterprise space.

• Experience in enterprise IT services, MAM, and IP workflows preferred.

• Highly driven, with passion for excellence in customer service and customer management with a confident assertive style.

• Experience in Salesforce to track and forecast account activities.

• Selling in a sales cycle with complex financial data and strong understanding of financials,profitabilityand cash flow.

4 billion humans see the stories that our customers tell every day. So, for us diversity is not an optional objective, it is a simple reality. Our customers’ customers are diverse, our customers are diverse, Vizrt gains strength from being diverse.

It is true that we hold our diversity to be essential, it is something we constantly nourish and pay attention to, but it is not something we take for granted. We do not tolerate discrimination or harassment. We champion inclusion and we value each other’s stories, and we relish their telling

We offer a comprehensive benefits package that includes:

• Health Insurance: Comprehensive medical, dental, and vision insurance plans to keep you and your family healthy
• Paid Time Off: Generous vacation days, sick leave, and holidays to ensure you have a work-life balance
• Professional Development: Opportunities for ongoing training

Join our team and take advantage of these benefits while working in a dynamic and supportive environment

Recruitment Process

• Recruiter Screening
• Team Interview
• Case Interview
• Final Interview